Why this is a full-time job.
Most teams' ICP lives in a deck from a strategy offsite. It is too vague to query a data provider with, so the actual list-building falls back to guesswork, and the deck and the campaigns drift apart within a quarter.
Most teams that pay for sharp targeting still have to translate those findings into their own tools by hand, and the result stops updating the moment the project wraps.
What shows up, and when.
This is the delivery schedule you can hold it to.
- Customer profiles built from your existing wins, with the evidence attached
- Profiles compiled into executable targeting: firmographics, roles, signals to watch
- First profile set staged for your review
- Reply and meeting rates fed back into the profiles
- Segments that convert get more weight, segments that do not get retired
- Targeting updates staged as proposals with supporting evidence
- Live profile set with the evidence behind each segment
- Change history: what shifted, when, and why
- Performance per segment, updated as results come back
Watch it work.
Profiles are constructed from what actually converts: your existing customers, your win patterns, and the market segments showing buying behavior, not from a persona brainstorm.
Each profile compiles into concrete targeting: firmographics, roles, signals to watch, and messaging angles. If it cannot drive a real campaign query, it does not ship.
Reply rates, meeting rates, and closed outcomes feed back into the profiles. Segments that convert get more weight; segments that do not get retired, with the evidence logged.
The result, not the homework.
Profiles your campaigns run on
The strategy and the execution are the same object, so they cannot drift apart.
An answer to 'who should we sell to?'
Concrete segments with the reasoning attached, ranked by evidence, reviewed and approved by you.
Compounding precision
Every campaign result sharpens the targeting for the next one. Month three is measurably tighter than month one.
Stronger together.
ICP & targeting strategy compounds with the other jobs in your hire.
About this job.
We already have an ICP. Is this redundant?
Bring it. An existing ICP becomes the starting profile, and the system pressure-tests it against real response data. Most teams discover their working ICP is narrower and more specific than the documented one.
How is this different from a one-time ICP workshop?
A workshop produces a document you own until it goes stale. This produces configuration you own that keeps updating: the profiles are directly executable by your outbound and content, every change is staged for you to review, and they sharpen from real results instead of waiting for a follow-up round.
Do I see changes before they take effect?
Yes. Targeting changes are staged as proposals with the supporting evidence, and nothing reshapes your campaigns until you sign off.